Category Archives: Sales Motivation

Sales Hesitation When Selling to Healthcare Customers Who Are Friends

Many medical sales professionals develop great friendships with their healthcare customers, and there are certainly many benefits.  But it is not uncommon to find sales representatives who hesitate to sell to their friends out of the fear of harming the friendship.  This is a dangerous misconception and it can harm your business AND your friendship.  Listen to this episode of the Medical Sales Guru Podcast as Mace Horoff describes his own experience with the problem and how it changed when a customer/friend told it “like it is.”

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If Your Medical Sales Presentations Are Bombing, Maybe You Need To Change Your Thinking

You’ve been to training.  You know your medical, dental, or pharmaceutical product or service inside and out.  You have rehearsed and perfected the sales presentation and you feel that you deliver it perfectly.  However, you’re not closing many sales with healthcare professionals.  What’s wrong? Maybe it’s what’s in your head and if you want to move forward with your product or service, you need to fix this first.

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How Your Medical Sales Competition Is Going to Beat You This Year

It’s a New Year and you’re ready to tear it up in your medical sales territory…well, your competition has other ideas.  Listen as Mace Horoff describes how your medical sales competition is conspiring to eat your lunch over the next twelve months.

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Don’t Be a Professional Visitor in Medical Sales

Medical sales is a relationship business, but there are many medical sales professionals who spend too much time being a “friend” and not enough time helping their “friends” achieve better clinical outcomes by getting their products into the customer’s hands.  In this episode of The Medical Sales Guru Podcast, Mace Horoff discusses the pitfalls of becoming a “professional visitor” and creating a mindset to avoid the trap.

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Rejection – How do you handle it with your healthcare customers?

Everyone knows that if you’re in sales, handling rejection is a part of the job.  Some medical sales professionals have no problem dealing with rejection while others struggle and allow it to hold them back.  In this Medical Sales Guru Podcast, Mace Horoff looks at some of the ways to look at rejection and deal with it so it never interferes with your success.

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How To Love Your Competition in Medical Sales

How do you feel about your competition?  Love them or hate them, few things can drive you towards success in medical sales like your competition.  In fact, you should give thanks for your competitors every day of your career.  Does this sound crazy?  Listen to this weeks Medical Sales Guru Podcast and you will learn to love your competition.

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You Can’t Win in Medical Sales If You Keep Playing It Safe

Want to rise to the top of the medical sales profession?  Then stop playing it safe by avoiding anything that might cause a customer to criticize you as being “too pushy.”  Sure, there’s a fine line, but if you’re not dancing close to the line and stepping out of your comfort zone when selling to your customers, you’re leaving sales opportunities and money on the table.  Listen as Mace Horoff discusses the need to be more assertive with your medical customers to keep your sales career moving forward and to help them care for their patients.

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How a FREE 15 Minute Podcast Can Drive your Medical Sales Success

Medical sales is like playing a competitive sport — you need to develop and maintain specific skills if you expect to stay in the game, let alone win.  The highly competitive world of medical sales is not for the faint of heart or the unprepared sales rep.  Listen as Mace Horoff explains “What’s in it for YOU” when you spend 15 minutes with this free Podcast every week.

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